SIZING UP A PROSPECT

Learn to size your prospect, his peculiarities and mood. All men like honesty, politeness and earnestness. All men admire persistence. Nine times out of ten you can bank on facts to win the day. Make them clear as glass; strong and few. Don’t bewilder a man with a mass of trifling arguments. Tie to a few important points, drive them in and clinch them. But tell him what he wants to know. If a trifle will close him, it’s no trifle.